Harnessing the Science of Positive Persuasion with Jason Linett

Jason Linett is a hypnotic influence expert who works with entrepreneurs and business owners. As a certified professional hypnotist, he’s dedicated nearly two decades to helping clients harness the science of positive persuasion. In this episode, we’ll be talking about how this applies to you as a leader, your patients, and your team in a way that will help your business prosper.

Listen in to hear how to use hypnosis to be a better leader and more successful in the ways that you communicate. Jason explains the keys to harnessing your influence and the power of persuasion in an ethical and positive way, the importance of building rapport, and ways that you can improve your conversation and communication with your clients and your team.

Key Quotes:

  • “There’s a long history of doctors using hypnotic suggestion.”
  • “We’re only moving toward that common shared outcome.”
  • “Too many people are too timid in terms of making the ask or making the recommendation, and there are ways we can go about presenting this recommendation in such a way that the person is hearing the value of it.”
  • “We are a media or educational company first, before a company that provides a product or service.”
  • “We can model our language in such a way as a true statement, a true statement, a true statement, followed by then a suggestion. What that does is it creates a subconscious ‘uh-huh’ response in the brain.”
  • “Rather than sell somebody into a specific action, sell them into what they’ll be doing once they’re inside of that action.”

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Effective Delegation with Ashlee Hirschfeld

A lot of the burnout and frustration that dentists go through can be prevented by effective delegation. Ashlee Hirschfeld specializes in finding solutions to the challenges that hold business growth back, and in this episode, she will be sharing her insight and expertise in helping business owners get out of their own way and use delegation and other techniques to allow their businesses to thrive.

Listen in as we dive into the core problems in the industry and what we’ve seen dentists do poorly or well in this area. You will get some incredible insight into what good delegation looks like so that it doesn’t feel like you’re passing a baton that will eventually get dropped. Get out a pen and a journal because this episode has information that can have a massive impact on your dental practice.

Key Quotes:

  • “Dentists can be a bottleneck for a lot of things. By delegating this stuff to a personal executive or virtual assistant, you’re taking a lot of that stress off so you don’t have to be the bottleneck as much for your team.”
  • “Delegation is a big key to growth, freedom of time, and freedom from stress.”
  • “If you’re delegating really well, it puts you in more control.”
  • “A lot of the time, people restrain from doing a good job because they’re afraid of doing it wrong or messing things up.”
  • “We need to make sure we’re delegating the objective and not as much the process.”
  • “If you haven’t done personality testing with your team, I highly recommend it. There are so many options out there.”

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Taking Action Now with Michael Arias

In these uncertain times, it’s important to know how to get back into the community and build trust after people have been living in fear for months now. Michael Arias, a.k.a. The Dental Marketer, joins me on the show today to break down how to get moving, market, and build trust in a fearful world.

Listen in as Michael shares how to use techniques like ground marketing to build relationships and take action in your community so you can grow your business in a sustainable way. He has a lot of insight on how to become a trusted advisor/business that people know they can come to in a tumultuous time like this, and his advice will give you the fuel to get started working on and tweaking your marketing right now.

Key Quotes:

  • “That’s the secret: Don’t stop moving forward, no matter what hand you’re dealt.”
  • “Hope doesn’t really pay the bills. It’s more about actionable steps.”
  • “Showing you care is the number one way to market.”
  • “We went from a rocking bull market to maybe one of the toughest economies we will ever see in our lifetime, so part of this is being scrappy, being resourceful.”
  • “You don’t have to spend any money or overthink. You just gotta go in there and execute.”
  • “You’d be surprised how many people are looking for you just as much as you’re looking for them.”

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How We Communicate with Dr. Chris Bowman

We often complete trainings on and talk about things we only use and do on occasion, but we tend to put important things that we use all the time—like communication—on the back burner. In this episode, Dr. Chris Bowman joins me to break down the importance of communicating more effectively. We discuss the obligation we have to our patients and how communication will help us fulfill what is ethical and incredibly beneficial to them and our practices.

Listen in as Chris shares where most dentists miss out on having maximum satisfaction from their practice, as well as how to make better decisions and present options to patients in a consistent and practical manner. You’ll learn the issues with confidence that affect our ability to do these things, how we tend to make judgments that are off, and what makes patients more likely to follow our advice.

Key Quotes:

  • “The biggest difference between the dentists who do well and the dentists who don’t is those who just get into it and do it.”
  • “Telling someone something they don’t want to hear takes courage.”
  • “There are certain skills that will get replaced by machines, but things like communication and connection—that human need will never be replaced.”
  • “We have an obligation to let patients know what we can do for them, as well as the things that are or are not moving in the direction they want it to go.”
  • “Patients are more likely to follow our advice when they know we ethically have their back.”
  • “Everyone wants the problems that they know they have to go away. So if we get really good at explaining the problems and conditions and how those things are not going the way that they want, then we can get really effective at gaining acceptance for our treatment recommendations.”
  • “It becomes more about presenting and selling a problem rather than presenting and selling a solution.”

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Impactful Practice Culture with Dr. Paul Etchison

When I talk to dentists, a lot of the conversation is about how to get everyone rowing in the same direction. In this episode, my good friend Dr. Paul Etchison joins me to share his insight and years of expertise on leadership and implementing systems that create a unified and purposeful practice.

Listen in as Dr. Etchison talks about why wanting to be the best is not enough and why it’s important to focus on a bigger, more meaningful picture. He shares how he maintains order and good communication as the business grows, what he does to attract the best team members, and how that, in turn, creates an office culture that allows the practice to succeed.

Key Quotes:

  • “We’ve grown a lot faster, and when we started taking it exponentially higher was when I dropped down to three days of clinical.”
  • “Over eight years—not a single person has left.”
  • “We want to win. Everyone is working together, and everyone just kind of has that mentality that ‘let’s get better at this.’ I think the results speak for themselves.”
  • “We’re not just being the best in town; we’re changing how the public thinks about dentistry so that we can help more people.”
  • “I’m leading by example by taking good care of patients.”
  • “We have to look at the macro implications of what we do all day. That’s what is inspirational to the team: knowing that even the little stuff makes a big difference. You have to communicate that as the leader.”
  • “We talk about what we need to improve so much that we forget about what we’re doing well.”
  • “Learn from people that are doing it well. Always be learning.”

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